...Safal Batra; Vishal K. Gupta; Sunil Sharma; Rahul Yadav Purpose The purpose of this study is to investigate potential lenders of legitimacy for business-to-business (B2B) startups as reflected in the willingness of potential customers to do business with startup firms. This study theorizes...

...Abdollah Noorizadeh; Mahdi Mahdiloo; Reza Farzipoor Saen Purpose The purpose of this paper is to propose a data envelopment analysis (DEA) method for customers' evaluation. Design/methodology/approach This paper introduces a variable return to scale (VRS) cross‐efficiency (one of the DEA...

...Olga Tretyak; Evgeniya Tsybina; Vera Rebiazina Purpose The purpose of this paper is to broaden the current view of customer portfolio management by including the notion of customer interconnectedness. Design/methodology/approach The previous research in customer portfolio theory is reviewed...

...‐specific investments. Design/methodology/approach The study examines data drawn from interviews regarding 195 customer‐supplier relationships from the metal and electronics industries. In terms of methodology, the study employs structural equation modelling. Findings The findings indicate...

... is a genuinely customer‐side concept that corresponds to offering. The purpose of this study is to develop a new concept labeled “customer needing” which emerged from the material collected in an industrial service setting. Design/methodology/approach The paper reports a case study of a typical high...

... provides a theory‐based framework for companies' RFiD initiatives and identifies specific factors that enable a business partner to implement successfully an RFiD technology program initiated by a powerful supplier or customer. In situations where the adoption of RFiD technologies is mandated...

...Linda D. Peters; Andrew D. Pressey; Paul Greenberg Purpose This paper aims to look at what CRM 2.0 is and how it impacts customer insights. It will show how CRM 2.0's incorporation of social tools and strategies with traditional operational functions meets the demands of twenty‐first century...

...Robert C. Fink; William L. James; Kenneth J. Hatten; Lynn Bakstran Purpose The purpose of this research is to understand factors related to increased customer purchases from suppliers during different stages of the customer‐supplier relationship. Design/methodology/approach A survey of 372...

... of a professional KAM program can be used to assess a company's ways of working with strategic customers and to conceptualize or optimize an entire KAM program. Originality/value The presented framework is the first that integrates the different views of the two most important target groups of KAM. It offers...

... agro‐food industry as a reference, analyzes the possible influence of the size of the customer firm on the temporal orientation of its supply relationships, specifically differentiating between SMEs and micro‐SMEs. The moderating effect analysis, included in the EQS software, has been used. Findings...

...Ashish Kothari; Joseph Lackner Purpose The paper aims to present a three‐step approach that enables companies to define and quantify what customers value, systematically deploy their resources to deliver greater value than the competition, and capture a greater share of the value delivered...

...Sander van Triest Purpose The profitability of individual customers can show substantial variation, both in money amounts and in margins (percentages). The literature suggests that larger customers have a higher customer profitability margin: a dollar in revenue from a large customer generates...

...Achim Walter; Thomas Ritter Suppliers do not only maintain relationships with customers for the customers’ benefits but also for their own sake. Various important value‐creating functions of business relationships with customers have been identified in the past. However, the preconditions...

...Michael K. Rich Karl   Hellman and Ardis   Burst . The Customer Learning Curve: Creating Profits from Marketing Chaos . American Marketing Association Publication (forthcoming) , Customers Learning Profit Marketing The rapid emergence of marketing...

...James S. Boles; Hiram C. Barksdale; Julie T. Johnson Examines the effect of the quality of a salesperson’s relationship with a customer on the likelihood of retaining that customer’s business. Assesses the effects of high/low‐quality buyer‐salesperson relationships on obtaining referrals...

... marketing to authors and readers alike. © MCB UP Limited 1996 Customers Electronic publishing Internet Marketing strategy Dallas (1995) captures our dilemma neatly when he comments: “Great invention; now what’s it for?” The sooner we cease gongoozling the technology of electronic...

...David A. Yorke; George Droussiotis The development of a customer portfolio is a logical process for the development of a business. Conceptual work, using a range of independent variables, has been undertaken in the past decade but few(if any) results of its application have been documented. Shows...

...Dan T. Dunn; Claude A. Thomas Partnering with customers is a powerful new business approach, but an implementation framework is required. Discusses how six corporations collaborated in an exercise to develop partnership guidelines. Illustrates the framework in fields ranging from high tech...

... buyer loyalty so that competitors cannot interrupt the relationship. © MCB UP Limited 1993 Buyers Customers Partnering Purchasing Suppliers Top management VOLUME 8 NUMBER 4 1993 Customer Partnering Suppliers' Attitudes and Market Realities Eugene H. Fram and Martin L. Presberg...

...Lindsay Meredith Buyers have been formally evaluating suppliers for many years. Intends to “turn the tables” and suggests three important reasons why vendors should formally evaluate their customers. A straightforward easily applied mechanism is provided to aid business marketers in carrying out...